新境界英语教参unit5

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1、UnitFivePartITextAPre-readingActivitiesTeachingTips1.Warmer:TasksSstolookatthefollowingpictures,andthenasksSstodiscussandanswerthequestionsbelow.TshouldleadSstounderstandthatsalescallisaveryimportantpartofsales・2.MiniText:SsscantheMiniTextandfinishtask2and3unde

2、rtheT'sguidance.Thiscanbealead-inpartofreadingTextA・3.Pre-readingTask:Ssfillinthesummarybyreferringtothewordtips.ThistaskgeneralizesthemainidesofTextA:effectivesalescallscontainseveralbasicelements・TcanusethistasktocheckiftheSspreviewTextA.BackgroundInformation

3、TheParetoprinciple:(alsoknownasthe80-20rule,thelawofthevitalfew,andtheprincipleoffactorsparsity)statesthat,formanyevents,roughly80%oftheeffectscomefrom20%ofthecauses.BusinessmanagementthinkerJosephM.JuransuggestedtheprincipleandnameditafterItalianeconomistVilfr

4、edoPareto,whoobservedin1906that80%ofthelandinItalywasownedby20%ofthepopulation;hedevelopedtheprinciplebyobservingthat20%ofthepeapodsinhisgardencontained80%ofthepeas・Itisacommonruleofthumbinbusiness;c.g・，"80%ofyoursalescomefrom20%ofyourclients".Mathematically,wh

5、eresomethingissharedamongasufficientlylargesetofparticipants,theremustbeanumberkbetween50and100suchthat”k%istakenby(100-k)%oftheparticipants"・Thenumberkmayvaryfrom50(inthecaseofequaldistribution,i.e.100%ofthepopulationhaveequalshares)tonearly100(whenatinynumber

6、ofparticipantsaccountforalmostalloftheresource).Thereisnothingspecialaboutthenumber80%mathematically,butmanyrealsystemshaveksomewherearoundthisregionofintermediateimbalanceindistribution.TheParetoprincipleisonlytangentiallyrelatedtoParetoefficiency,whichwasalso

7、introducedbythesameeconomist.Paretodevelopedbothconceptsinthecontextofthedistributionofincomeandwealthamongthepopulation.AnswerKeyTask1I・Openanswer・2.Ifsapleasantexperience・Boththesellerandthebuyerarcsatisfied・3.Ithinkthefollowingqualitiesorskillsareveryimporta

8、ntinasuccessfulsale:1)Knowyourproductverywellandhaveconfidenceinit;2)Knowyourcustomer^needs;3)Makethesellingpointsofyourproductscleartoyourcustomer;4)Begoodatlistening;5)Pos